PRINTITRESELLER.UK 45 We’re trusted because we turn up, we solve problems, and we stick around. Managed service providers may widen the scope, but if you can’t deliver on the ground, clients notice. That’s how we are different. Daniel Gilbert: Traditional print vendors’ influence will continue to reduce over time as customers are demanding a wider range of software and services to complement their hardware requirements. We focus on delivering a consistently high quality service at a fair price, we’re in a strong, trusted position with our clients. That’s not something you can replicate overnight. Our longevity in the print space means we understand the nuances of the market better than any outside provider. We know what works, what doesn’t, and what actually delivers value. The customer benefits from our decades of experience in hardware, software and service delivery. Providing a valuable service creates a stronger relationship than being purely a hardware provider. We help clients streamline operations and optimise fleets that flex with their operations to provide visibility - and peace of mind. From sole operators to large schools and NHS trusts, people aren’t paying for bells and whistles - they’re paying for value. That means a hassle-free, comprehensive service that just works. We’ve seen the trends, the tech shifts, the budget pressures - and we’ve adapted every step of the way. So yes, the market’s evolving. But we’re focused on moving with the market instead of reacting to it. David Smith: Xeretec’s strategy to stay ahead of IT service providers is based on our unique position as a print provider that has already successfully diversified into a full-service IT partner. We don’t see IT managed service companies as a threat; we see ourselves as a better-equipped competitor. We are leveraging our dual expertise to provide a truly seamless and integrated approach. Our core strength comes from our deep-rooted expertise in successfully delivering managed print services (MPS). We have spent years perfecting the complex processes, helpdesk support, logistics, billing, and financial contract creation required to deliver exceptional MPS. This robust platform is what we now leverage to deliver the same level of excellence across a broader spectrum of IT services, including PC lifecycle refreshes, enhanced cybersecurity postures, and optimised software licensing. Unlike many MSPs who may see print as a secondary or complex niche, we see it as a foundational piece of a client’s infrastructure. Our ability to provide a complete, integrated technology ecosystem—where we are a trusted advisor for both print and a wide range of critical IT services—is our distinct competitive advantage. John Green: We don’t really see ourselves as ‘just’ a print provider anymore. We’re now positioning CBS as a ‘trusted technology partner’. Our acquisition of Sastech’s customer base has helped us expand our IT managed services to a wider audience, and our internal growth has strengthened both our print and IT teams. As we look after print, IT, telecoms and security all in one place, customers don’t have to juggle different suppliers. They know us, they trust us, and it’s easier to stick with a team that already supplies everything they need. Paul Kamlesh: Our strength lies in the fact that we’re small enough to care but experienced enough to deliver. Customers know us personally and they have direct access to me, Tanika and the service team, and that trust is hard to replace. At the same time, by working with local IT providers, we can offer the same kind of integrated solutions as larger players; while still providing the flexibility and responsiveness our customers have come to expect of us. The combination of good local care and our ability to supply innovative solutions is what keeps our customers loyal. Michael Field: The lines between print, IT, and digital services are blurring, which means the strongest providers will be those that can straddle all three. This is where we are uniquely positioned. We began in managed print, but we’ve expanded into IT services, cybersecurity, and workflow automation; allowing us to serve clients holistically. The reality is that customers don’t want multiple suppliers for fragmented services. They want one trusted partner who understands their technology landscape end-to-end. That’s why our strategy is to integrate print expertise with broader IT capabilities, ensuring we remain relevant and indispensable. By embedding ourselves in clients’ digital transformation journeys, we’re not only protecting relationships, but we’re also strengthening them. The future of this industry is not about defending print, but about leading customers into the next era of work. That’s exactly what Workflo Solutions is doing. www.carbon-group.co.uk www.evolvedocumentsolutions.co.uk www.brother.co.uk www.ricoh.co.uk www.kyoceradocumentsolutions.co.uk www.canon.co.uk www.utax.co.uk www.konicaminolta.co.uk www.sharp.co.uk www.key-digital.co.uk www.xeretec.co.uk www.commercebusinesssystems.co.uk www.copyboxdocumentsystems.co.uk ww.xerox.co.uk www.workflo-solutions.co.uk VOX POP Paul Kamlesh Michael Field Mariola Martinez
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